Marian Heller, ASME

HellerM@asme.org

Reaching Agreement

Reaching

Agreement through

Creating Value

Session Objectives

• Learn how different styles can cause problems in Reaching Agreements

• Learn to use a plan for laying out your discussion

• Practice

Session Outline

• STYLE– Understanding how preference affects negotiation and

reaching agreement– Guess at your style– Guess at counterpart’s style– Understand difference in building trust

• Get a Plan– Getting a Plan for Negotiating

• Trying a practice negotiation

THE TROUBLE WITH STYLES.

What’s your Style?

Or

What you believe you should do to make Life Work

Our Discussion of Style

• Influences on how you engage with life

• What you need to develop trust

• What makes you think someone is untrustworthy

• The questions that are important to you

The Styles

• Greater Good – how will what we are doing be of service to other people?

• Methodical – I need time to take in all the facts and make sure I understand everything

• Bright, Shiny Objects – Look how cool this will be! Let’s get started!

• Peace-Keeper – Everyone needs to be happy for this to be satisfactory.

How the Styles Work1. Greater Good

B. Peace-Keeper

2. Methodical

A. Bright, Shiny Objects

Are you More…

1. Greater Good – how will what we are doing be of service to other people?

2. Methodical – I need time to take in all the facts and make sure I understand everything.

How the Styles Work1. Greater Good

B. Peace-Keeper

2. Methodical

A. Bright, Shiny Objects

Are you More…

A.Bright, Shiny Objects – Look how cool this will be! Let’s get started!

B. Peace-Keeper – Everyone needs to be happy for this to be satisfactory.

How the Styles Work1. Greater Good

B. Peace-Keeper

2. Methodical

A. Bright, Shiny Objects

Do’s To Build Trust with Me

Do’s, Trust and PROBLEMS

Don’t’s to Build Trust with Me

Greater Good MethodicalBright Shiny

ObjectsPeace-Keeper

Overwhelm with details, data

Go overboard with fluff

Try to out logic meOverwhelm with

details, data

Over hype

Presume that this is simple and I

should accept it on face value

Insist on sticking to your plan, I may have

a better idea

Presume that this is simple and I should

accept it on face value

Drag things outExpect me to decide now

Drag things outExpect me to decide

now

Push too hardDon’t deliver on

timeWaste my time on a social relationship

Assault me with logic

Be so exact and right that there is no wiggle room

Expect me to talk about anything

personal

Hide the truth or lie to me

Be confrontational

Questions I’ll Need Answered

Greater Good MethodicalBright Shiny

ObjectsPeace-Keeper

Who will benefit from this?

Who will be affected?

What is the opportunity? Is it worth my time?

What will my people think?

Who needs to be included?

What are the specific steps?

Who will be in charge of this?

How will the politics be handled?

How does this affect excellence, value,

people

How is risk managed?

How fast can we implement?

How will my people be affected?

What are the alternatives?

What advantage will it give us?

Who may not like this?

What are other things we can do with this? Where

else can we make it work?

How do we make this a good thing for multiple

constituents?

GETTING A PLAN.

What Do We Mean By Planning?

• Defining the Objective

• Defining Satisfaction

• Identifying all the details

Escalation of Dis-Agreement

3 Types of Negotiation

• Hard - negotiation is a contest of wills; it’s about winning; the result is exhaustion and damage to relationships

• Soft - priority is to avoid conflict; thus readily makes concessions; ends up feeling exploited and bitter

• Principled - deciding issues on their merits - takes trust, time, no tricks, no posturing; focus on fair and decent

Starting Your Plan

How Much Should I Care?

Who Is Affected?

What Does Every Side Want?

What Other Things Might be Part of the Deal?

What are Options?

What Can Serve as A Reference?

Measuring Satisfaction - BATNA Best Alternative to a Negotiated Agreement

Finishing Up

LET’S PRACTICE.

The Grand Scheme

The Blind Hill

The Home Owner

ALL HOMEOWNERS CLOSE YOUR EYES !!

Secret Gov’t Information• The City has received approval for a big grant for

more greenway construction…but to get the $$, this community has to have pedestrian and bicycle access. Getting Forest Heights Homeowners on board and happy is required.

• Three important people with political power grew up in this neighborhood and are beginning to get interested… and all of them tend to resist change… and their old friends from the neighborhood have been calling them…

ALL PLANNERS/GOV’T/ENGRS : CLOSE YOUR EYES !!

Secret Homeowner Info

• You are a walking, jogging, biking enthusiast.

• The biggest concern is keeping some sort of barrier between you and them…your front door and windows are really close to the street.

• What will this do to your property values?

• The blind hill is still dangerous – people drive through your front yard all the time…is it even safe to encourage activity with a sidewalk?

Time to Plan Your Negotiation

• What is your BATNA?

• What defines Satisfaction?

• What are some potential options?

• What do you think they are interested in achieving?

Find a Counterpart and Negotiate!

Summary of Key Points• Everyone has a different interpretation of

what a trustworthy person does, says, thinks, believes

• The goal of negotiating is reaching agreements based on creating VALUE for both sides

• Successful Negotiation depends on successfully using a plan

Contact Information

• Elaine Seat

• 865-277-6800

• elaine.seat@circlespring.comThis presentation will be posted on

the 2012 LTC Web Site, athttp://

events.asme.org/LTC12/Presentations.cfm

Important References-LIFO (Your Style)-Getting to Yes (on the flash drive)